The Art of Fact-Finding – Turning Needs Into Wants

Lots of sales people can fill in a fact find form and tell customers what they need. But how many can skilfully allow the customer to turn these needs into a burning desire.

Looking For New Customers? Start First With Your Direct Competitor’s Clients

17% of your competitors’ clients are ready to switch. Do you know how to go after them?

Cross Selling Across Divisions

Everybody knows it is easier to sell to a current client than a prospect. Cross-selling increases the ties that bind and build loyalty. Cross-selling reduces vulnerability.

Sales Training at Car Dealerships Is the Key

For those who run the sales departments at automotive car dealerships they know that the more money they spend in training their sales force the more sales the dealership will accrue. Most sales training includes positive feedback and motivational speeches, team work and success training. There is an aire of competitiveness too; No one leaves this car lot without buying a car!

Call Center Sales Training

Sales communication is the key to call center sales, carried out largely through oral and written communication. The sales manager lets his sales people know what they are expected to achieve, how they are performing, how they can improve and perform better. The manager also keeps them informed of what is happening in the company- to the products, production, distribution, promotion and profitability. In turn, a salesperson keeps the sales manager informed of what is happening in the market, and how the sales and the marketing programs of the firm are progressing. Communication in the sales field is far more complex than in other fields because supervision by the boss is limited.

Five Things You Forgot About Great Sales Training

Great sales training differs from what you’re probably doing, in five significant ways. In your heart you knew these things. You've just forgotten!

Self-Coaching

Salespeople are often alone as they make sales calls. Many say they don't get coached. Most are hungry for good feedback and would benefit greatly from it.

How to Deal With Rejection and Criticism in Business Relationships

It's important for a salesperson to have a backbone of steel and a strong constitution. The wise salesperson prepares him, or herself for anything that may happen throughout the course of a business day and is not offended if a customer turns down their proposition, even if they get a door slammed in their face.

Don't Let Your Salespeople Lose The Human Touch

Technology is a wonderful thing as long as it is used as a sales tool and not a crutch. Let me give you a recent example where I didn’t practice what I preach and it came back to haunt me.

Have You Met Seymour Yet?

Sooner or later every salesperson meets Seymour. Actually he spells his name Seemore. He needs to see more and more and more. He never buys, but he needs to see more.

Communication Channels that Open Prospects' Doors

If you are a salesperson and you're having difficulty getting your prospects' favorable attention, here are some prospecting tips that will open more doors.

Like It Or Not, Knowing How To Schmooze Can Make Or Break A Sale And Even A Client Relationship

How you walk, stand, sit, lean, gesture as well as the tone and volume of your voice, speech rate and other factors help determine whether or not you can establish a meaningful unspoken bond with your prospect or client. Sometimes a salesperson will lose out the moment he or she enters the meeting.

Methods of Protecting Mental Consistency

When we feel cognitive dissonance, we have to find a way to deal with the psychological tension. We have an arsenal of tools at our disposal to help us return to cognitive consistency.

Cognitive Dissonance and Public Commitment

Public commitments and dissonance go hand in hand. Even when we feel an action is not right, we still go through with it if we have publicly committed to such a course of action.